The most effective presentations start and finish with the prospect’s needs and wants as the focus. Here are seven tips to help you prepare your openers. More…

The first challenge in opening a cold call is to get prospects past the “I’m not interested,” or “I’m happy with my present supplier” responses. The best way to do that is to get prospects interested enough in your product or service to give you the time you need to make a presentation. More…

Here are some guidelines for writing your proposal: More…

“We’d like to think it over” – six words salespeople hate to hear. They feel like their grip on the sale is slipping, so they scramble to tighten their grasp. But much too often, that tightening causes the sale to slip through their fingers. More…

Here are seven presentation rules that will keep prospects in their seats. More…

The first five minutes of a sale call are the most critical. Here’s why: More…

Here’s a six-step process that’ll help you sell ideas to prospects and customers. More…

Salespeople face it every day. It never goes away. At times it seems to be in “remission,” but it always returns. Just when it appears to be under control and losing its grasp, it becomes overwhelming. More…

Here are seven steps that may turn your presentation into a winner: More…

Everyone uses them — which is exactly why you shouldn’t.

More…

Here are five bad habits that are almost guaranteed to turn prospects off. More…

Drawing upon the following principles throughout the sales process will go a long way toward increasing your closing rates. More…

Here are six common presentation blunders salespeople make. Each is a complete turn-off to prospects. More…

There’s a significant gap between what buyers want and what salespeople think they want.  More…

When executed properly, a proposal should eliminate any doubts that prospects have and support the facts given at the presentation. For proposals that both sell and tell, share this information at your next sales meeting. More…

The first challenge in opening new accounts is to get prospects past the “No thanks. I’m not interested,” or “I’m happy with my present supplier” responses. More…

It’s estimated that four out of five deals are closed with buyers who’d previously rejected a similar offer. So prospects who rejected you yesterday may be ready to buy right now if you approach them the right way. More…

A clear shift is taking place with prospects and customers. They want to know, “Where’s the value?” If this isn’t clear, they’ll go elsewhere.  More…

If you are tuned in to your audience, even a poorly delivered presentation can be well received. If you’re not, even a polished one can fall flat. Here are nine steps to delivering the best presentation possible. More…

Any great salesperson will say there’s an art to questioning. It should be systematic and focused, and (when done correctly) it should lead prospects to understand why your product or service provides the ideal solution.  More…